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Power Tools 1993 November - Disc 2
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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr2812.txt
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1993-03-26
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TRAINING DATA SHEET NUMBER AND TITLE:
Differentiating the HP 9000 Series 800 SR2812
________________________________________________________________________
COURSE GOAL/ OBJECTIVE:
This 2 part, 3 1/2 hour teleclass is designed to enable Channel Partner
SRs to "take the offensive" selling HP business server solutions against
IBM and SUN. Part 1 focuses on building a product knowledge foundation
on the Series 800 product line, key features and benefits. Part 2
focuses on articulating HP differentiators and responding to competitor
claims. Program participants include an industry consultant and HP 9000
Series 800 Marketing Managers.
STUDENT PROFILE:
Channel Partners SRs and sales managers who have HP 9000 Series 800
sales opportunities. HP CSO SRs with a need for cross-training on the
Series 800.
PREREQUISITES:
The self-paced course 'HP 9000 Business Server Solutions - Strategy and
Product Overview' is required reading. This course will be mailed to
students one week after the teleclass registration deadline. A Mastery
test is available for this course. Channel Partners can access the test
by calling (408)447-1448.
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
Part 1
o Identify key factors that make the HP 9000 Series 800 product line
"Open for Business".
o Identify key features, functionality, and customer benefits of the
Series 800 product line.
o Position within the family each model of the Series 800 product line.
o Given a customer scenario, match the appropriate Series 800 system
management solutions to customer requirements.
o Given a customer scenario, make a prelimanary selection of the
appropriate member of the Series 800 product line.
o Identify the tools and resources available for configuring the
Series 800.
Part 2
o Describe HP's key differentiators for the commercial UNIX market.
o Respond to competitive challenges made by SUN and IBM during a
business server sale.
COURSE OUTLINE:
Part 1:
Series 800 Product Overview
Knowing the Series 800
Choosing the Right Series 800 Server
Configuration Resources
Selling Series 800 Solutions
Part 2:
Why lead with HP?
How to defend your choice of HP over IBM
How to defend your choice of HP over SUN
Q & A
Mastery Test
TESTING PROCESS:
A Mastery Test is available at the end of the teleclass for students
who wish to have their participation recorded as part of their training
history.
_______________________________________________________________________
FORMAT: Interactive Teleclass
LOCATION: HP Sales Offices
LENGTH: 3 1/2 hours
AVAILABILITY: 4/14/93 and 7/15/93
LANGUAGE: English
EQUIPMENT: N/A
CLASS SIZE: N/A
ORDERING INFO: Register by calling the Training Registrar at
1-800-TRAINYU. The registration deadline for the
April class is 3/19 and for the July class is 6/18.
Video tapes will be available from Carol Grant/HP0000
at HPTV following the broadcast.
QUESTIONS: Contact the Training Registrar at 1-800-TRAINYU.
PROJECT MGR: Doris Singer Telnet/408-447-0986.
_______________________________________________________________________